On Friday, April 25, 2008, Aequor Healthcare and Technology’s sales departments had their first Sales Training. The training was facilitated by Greg Williams and he presented the S.A.L.E. Process . For those who did not attend, the S.A.L.E Process consists of the follow-ing and can be applied to any sales situation.

Set the Stage – In this first step you want to establish a plan, secure the initial meeting or ap-pointment, and establish a rapport with potential clients.

Analyze Needs – The second step occurs once a meeting is set and is designed to
discover what clients are currently using, determine what is working and what is not, and establish what the client likes and do not like.

Link to Solutions – The third step enables you to present solutions and benefits once the need has been determined.

Establish Commitment – The final step allows you to determine the level of comfort established between you and the client and enables you to close the sale.

Throughout the training we participated in five activities that are crucial to every sales encoun-ter. Fortunately, these activities have been adopted and incorporated as part of daily sales ap-proach. Greg Williams pointed out that it’s important to make sure you have done your home-work before approaching any potential client. In addition, disastrous situations will develop if you are unable to effectively ask the right questions, listen, and clarify what the client ulti-mately needs, as well as, present a reasonable and cost effective solution. The final point the attendees took with them was how to handle objection and rejection. Handling objection or rejection is part of the game and every sales professional will experience one or the other more often than they would like. Being able to develop a response to counteract such negativity will seal the deal.